Technology forced changes
Technology changes have been talked about for the last ten years and probably more. Many of you have adopted newer technology by investing in new operating systems, CRM systems, marketing systems, and many apps to improve communication with customers, employees, and OEM personnel. And some of you have only made minor changes because of the cost involved and the lack of OEM suggestions that you do so. And some of you are just “thinking” about changes because you lack the internal talent and professional relationships to help lead the way. Quite frankly, this spread in the way management moves their company forward, where some dive in and move the bar upward, and others just keep juggling the issue until they MUST adapt to the norm, while others just wind up so far behind the curve that they just as well pass the torch on to a new owner with the means to play “catch-up”, and hopefully generate a profit on their investment. Unfortunately, these three levels of change management seem to be the norm. And now there is 2023. And starting in 2023 there will be changes for just about 100% of equipment dealers that will take place whether dealers like it or not. You will either make the changes or stand to lose your business. The reasons for these changes are a result of inflation, interest rates, and a need to provide “green” products and services. Put them all together into your planning file and shake it up and I am sure you will find that changes WILL be made if you hope to stay in business. Just to give you a little background of what is in store for the industry I suggest you go to U-Tube and find WEALTHION LUCKY LOPEZ. Wealthion is a site that provides quality speakers that deal with economic issues as well as specific industry discussions. In this case, Mr. Lopez is a car industry nut who not only loves cars but the industry as well. He owns dealerships, invests in car loan papers, spends a lot of time at auction houses, and studies new and used auto transactions to the point where he can pretty much foresee where things are going into 2023 and beyond. And after you listen to his comments you have to basically agree because it all ties together. I have to warn you that this is a 51-minute discussion, but worth every minute of your time. I have watched it three times and can’t stop thinking about it. No, I am not going to tell you what Mr. Lopez’s final conclusions suggest. All I will say is that car dealers had the best years of their lives in the last couple of years. Made tons of money. When discussing the lift truck dealer business, we always wind up saying that what happens in the auto dealer business is sure to find its way into the lift truck business. Sometimes these changes are positive and sometimes they are not. But no matter what, both sides share the issues we all do such as inflation, interest rates, lack of personnel, lack of inventory, and fears related to a “recession” that will turn everything upside down. But the biggest issue every OEM and Dealer in the world had to deal with is the potential switch of the product line into EV. EV will change your entire business model, revenue streams, and costs while trying to figure out how to manage owned gas or diesel units, new units you overpaid for, and used units that everyone wants to buy (for now) when you have shortfalls in your rental fleet. The way I see it transitioning to a high percentage of EV sales and rental assets will be an expensive proposition for most dealers. BUT NOT FOR THE LIFT TRUCK BUSINESS. Making a change to primarily EV from gas or diesel units will be a killer needing a lot of capital to reach the other side. Lift truck dealers do not have that issue at the same level as other dealers do. You are already in the battery business with the ability to make a switch to lithium batteries that puts you over the hump. Well, how about that? Are you now thinking you are in the clear because of the battery advantage? Maybe not. All the equipment industry material I read leads me to believe that rental activity is going to increase because users do not want to deal with the “high cost” equipment, interest rates, personnel issues, and let’s not forget fixed costs and bank covenant issues. And, guess what, they don’t have to because they will let you keep the headaches. Rent they will do. Buying at this time is not high on the list. And don’t be surprised if customers prefer to rent as opposed to a long-term lease, or ask to pay for hourly usage of the units you have on their floor. A flat rate to cover the cost of ownership and a second rate to cover the cost to operate. It may be that the OEM-Dealer agreements we are used to are about to change. There seems to be a number of OEMs buying other OEMs. There is also a strong consolidation taking place in the equipment rental industry. Companies are looking to expand their rental programs promoting units where dealer networks are not part of the program. In Europe, dealers are becoming service centers for various brands that no longer sell through dealer networks. They sell directly to end users as well as rental companies. Maybe in the US lift truck dealers do not have to worry about the auto industry, but maybe they do have to think about what is taking place in Europe. Make sure you closely review the TM Capital 2023 Equipment Rental and Dealer Report that Dean sent out. About the Columnist: Garry Bartecki is a CPA MBA with GB Financial Services LLC and a Wholesaler columnist since August 1993.
New Industrial Manufacturing downward trend continues with 110 planned Capital Projects for February 2023
IMI SalesLeads has announced the February 2023 results for the new planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 110 new projects in February as compared to 130 in January in the Industrial Manufacturing sector. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing – By Project Type Manufacturing/Production Facilities – 98 New Projects Distribution and Industrial Warehouse – 71 New Projects Industrial Manufacturing – By Project Scope/Activity New Construction – 34 New Projects Expansion – 38 New Projects Renovations/Equipment Upgrades – 41 New Projects Plant Closings – 14 New Projects Industrial Manufacturing – By Project Location (Top 10 States) California – 10 Ohio – 8 Indiana – 8 Michigan – 7 Texas – 7 Georgia – 6 North Carolina – 5 Tennessee – 5 Alabama – 4 New York – 4 Largest Planned Project During the month of February, our research team identified 12 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by Texas Instruments Inc., which is planning to invest $11 billion in the construction of a manufacturing facility in LEHI, UT. They are currently seeking approval for the project. Construction is expected to begin in Fall 2023, with completion slated for early 2026. Top 10 Tracked Industrial Manufacturing Projects KANSAS: A defense contractor is planning to invest $2 billion for the construction of a 235,000 S.F. computer chip manufacturing facility in BURLINGTON, KS. They are currently seeking approval for the project. COLORADO: Semiconductor mfr. is planning to invest $880 million for the expansion of its manufacturing facility in COLORADO SPRINGS, CO. They have recently received approval for the project. NEW YORK: Wind turbine mfr. is planning to invest $500 million in the construction of a manufacturing facility in COEYMANS, NY. They are currently seeking approval for the project. SOUTH CAROLINA: Semiconductor mfr. is planning to invest $443 million for the renovation and equipment upgrades on a 300,000 S.F. manufacturing and office facility at 1800 Overview Dr. in ROCK HILL, SC. They have recently received approval for the project. They will relocate their headquarter operations upon completion in Fall 2023. UTAH: Consumer goods mfr. is planning to invest $400 million for the expansion of its paper product manufacturing facility in CORINNE, UT. They have recently received approval for the project. GEORGIA: Auto body parts mfr. is planning to invest $300 million in the construction of a manufacturing facility in RINCON, GA. They are currently seeking approval for the project. Completion is slated for 2025. IOWA: Industrial valve mfr. is planning to invest $75 million for a 36,000 S.F. expansion and equipment upgrades on their manufacturing facility in OSKALOOSA, IA. They have recently received approval for the project. MINNESOTA: Fluid control equipment mfr. is planning to invest $43 million for a 176,000 S.F. expansion of their manufacturing facility in ANOKA, MN. They are currently seeking approval for the project. Construction is expected to start in the Summer of 2023, with completion slated for late 2024. NORTH CAROLINA: EV charging station mfr. is planning to invest $41 million for the construction of a manufacturing facility in DURHAM, NC. They have recently received approval for the project. TENNESSEE: Water heater mfr. is planning to invest $30 million for the expansion of its manufacturing facility in LEBANON, TN. They are currently seeking approval for the project. About IMI SalesLeads, Inc. Since 1959, IMI SalesLeads, based in Jacksonville, FL is a leader in delivering industrial capital project intelligence and prospecting services for sales and marketing teams to ensure a predictable and scalable pipeline. Our Industrial Market Intelligence, IMI identifies timely insights on companies planning significant capital investments such as new construction, expansion, relocation, equipment modernization, and plant closings in industrial facilities. The Outsourced Prospecting Services, an extension to your sales team, is designed to drive growth with qualified meetings and appointments for your internal sales team. Visit us at salesleadsinc.com.
Customer complaints breed sales if you handle them correctly
The customer is always right. Except when they are wrong, which is most of the time. In sales right and wrong don’t matter. Keeping the customer satisfied and happy is what matters. What’s the best method of handling the dreaded CUSTOMER COMPLAINT? Try The Personal Touch Method. Here is a formula I have developed and used over and over. To institute this method, you must first and foremost TAKE RESPONSIBILITY even if the fault isn’t yours, or you won’t be the one who handles it. The customer doesn’t care. He’s pissed. He just wants you to handle it. Now. Here are 15 Steps to Taking Responsibility when Dealing with Unhappy or Dissatisfied Customers. Not only does this method work, but it provides for self-analysis at the end to prevent the same problem from occurring again. All 15 steps must be used, or the loss of a customer will result. Agree with them at first. (Never argue) Tell them you understand how they feel. Empathize with them. (Site a similar situation, tell them that it makes you mad too, and tell them a similar thing happened to you) Listen all the way out. Make sure the customer has told you everything. Don’t interrupt. Ask questions. Confirm that all is out and that they have said all they want or need to say. Be an ambassador for your company. Tell the customer you will personally handle it. Don’t blame others. Admit you (and or the company) were wrong. Don’t pass the buck. It’s not my job, I thought he said…, she’s not here right now, & someone else handles that, are words that are never applicable or acceptable to the customer. Respond When something is wrong, people want (and expect) it to be fixed immediately. The customer wants it perfect. Find some common ground other than the problem. Try to establish some rapport. Use humor if possible. Making people laugh puts them at ease. Figure out, communicate, and agree upon a solution or resolution. Confirm it (in writing if necessary). Do it! Make a follow-up call after the situation is resolved. Get a review if you can. Resolving a problem in a favorable and positive way strengthens respect, builds character, and establishes a solid base for long-term relationships. Tell the customer you would appreciate a sentence or two about how the situation was resolved. What have I learned and/or what can I do to prevent this situation from happening again? Do I need to make changes? It is important to be aware of some practical realities when trying to accomplish the task of satisfying the customer. They are: The customer knows exactly how they want it, or exactly what they want, but maybe a lousy communicator and not tell you completely, or tell you in a way that is difficult to understand. Remember you’re the customer elsewhere and think of how you expect service when you’re the customer. Every customer thinks they’re the only one you’ve got… treat them that way. Make the customer feel important. The customer is human and has problems just like we do. The customer expects service at the flip of a switch. It all boils down to you. The customer’s perception is reality. How big a deal is it to try to give them what they want? Customers talk to their associates, friends, and neighbors. Here is the number of people they will talk to based on how well you handle their complaint: 3 if you do a good job 10 if you do a great job 25 if you do a bad job 50 if you do a really bad job and you will be on the 6:00 news if you do a horrible job (Action9). When you satisfy an unhappy or dissatisfied customer, and you can get them to write you a review telling you they’re happy and satisfied now, I’d say you have a solid shot at a long-term relationship. If the problem is left unresolved, the customer will surely find your competition. When a customer has a complaint, you have an opportunity to solidify your relationship…if you handle it properly. About the Author: Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at salesman@gitomer.com or call him at 704 333-1112.
2023 MHEDA Convention & Exhibitor Showcase
Your team is the heartbeat of your organization. No matter how sleek, modern, or powerful your equipment or systems appear, they are fueled by humans. Beautiful, messy, imperfect humans. We are working in an uncertain era of employee fatigue, mental health issues, and low morale due to current pressures in and out of the workplace. Are you providing support when and where needed? As leaders, it is our job to listen, react and plan for a positive and productive work environment. MHEDA invites you to join us April 29 – May 3 in Nashville for the 2023 Convention, “The Human Factor.” We’ve designed a program to help the material handling business community gain insight on how to better lead during disruption, burnout, supply chain challenges, and inflation. Take a few days to learn from experts who can help you dig through what is impacting the modern workforce, then gain practical strategies you can use to help move your team forward, in harmony. Beyond the speakers, you will have the opportunity to enjoy the Exhibitor Showcase, where you can learn about the latest material handling products and services. The Showcase provides a personal networking experience where you can meet face to face with suppliers who are there to support and connect with MHEDA distributor Members. This will be MHEDA’s first-ever convention in fun and lively Nashville! We planned a number of tours around the city where you can enjoy the unique local flavor and energy. Register now for MHEDA’s 2023 Annual Convention, April 29 – May 3. We look forward to seeing you and providing you with a memorable and productive convention experience! Read more details below or visit our website www.mheda.org/convention2023 Learn from 14 Education Sessions, Based on Material Handling Business Trends MHEDA is proud to present you with the opportunity to choose from 14 education sessions at the Convention. Topics are based on the 2023 Material Handling Business Trends, developed by MHEDA’s Executive Committee. I Love It Here! How Great Leaders Create Organizations Their People Never Want to Leave Emmy Award-Winner, Author, Drummer, and Workforce Expert Clint Pulver demonstrates the ground-breaking WHY of mentorship over old school management techniques and HOW every employee is just one caring person away from a phenomenal success story. Thrive: Turning Uncertainty into Your Competitive Advantage Meridith Elliot Powell, Hall of Fame Speaker and Author, will provide you with innovative strategies you need to redefine disruption and turn uncertainty into your competitive advantage. Economic Outlook The US and Global economies are going through turbulent times with inflation, interest rate fluctuations, and labor shortages. MHEDA’s favorite economist Brian Beaulieu from ITR Economics provides a look at data-driven analysis of economic trends and offers practical advice. Demography is Destiny: A Simple Science that Shapes our Future Listen to expert Demographer Ken Gronbach on how a tsunami of opportunity is headed right for you and why you should formulate business strategies for success based on demographic facts. Succession Planning: A Success Story Transferring a business can be a very complex, timely, costly, and just plain old exhausting process. Father and son team, Dr. Bart Basi and Roman Basi will present steps to create a Succession Plan. Anti to Ally: A Story of Personal Transformation Former Marine, Speaker and Author Joe Gerstandt distill insights applicable toward leadership, behavior change, culture change, and more effectively creating inclusive spaces and places. Digital Strategy Roadmapping: Building a Perpetually Successful Process Technologist Scott Klososky will help you learn a four-step model for developing a true market-driven digital strategy roadmap that leads to winning market share and improving profitability. Mastering the Emotional Energy of Leadership Given the deteriorating levels of mental health, managing our emotional energy is more important than ever. Don Phin, Founder of HR That Works, will share strategies to help address our mental health challenges and those of the people around us. The Impact of Inflation and What MHEDA Members Can Do About It A myriad of economic nightmares including a global pandemic, supply chain issues, and labor shortages sparked the flame that led to a wildfire of growth in inflation. Dr. Bart Basi, Attorney/CPA, will discuss inflation challenges in the material handling industry and how you can face those challenges. Inclusion by Design Former Marine, Speaker and Author Joe Gerstandt bring a powerful and actionable new clarity to the concept of inclusion, what it is, why it matters, and how it happens. You will leave equipped to contribute to a more inclusive culture. Digital Wellbeing: Keeping Your Teams on the Healthy Side of Technology Scott Klososky, Technologist, will provide new information to identify and improve the digital fatigue that is growing in the business world. Hiring and Retaining Employees in this Crazy Economy Don Phin, Founder of HR That Works, will share strategies, insights, and plenty of take-home tools you can put to immediate use, including how to decide who to hire, employee referrals programs that work, and how to calculate the true costs of employee turnover. Leaders Leading Leaders In a passionate, insightful, and humorous way MHEDA Member John Wieland, CEO of MH Equipment, shares some of his memorable leadership hits and misses – and how that helped shape his ability to lead, keep, and reward leaders. You in The Driver’s Seat: Strategies to Put You In Control Of Your Life and Career Business Growth Expert Meridith Elliott Powell will share the secrets every female professional needs to know to advance their career, build their skills and become the leader that organizations strive to promote and keep. Note, this session is presented at the Women in Industry Breakfast. Visit 90+ Booths at the Exhibitor Showcase Enjoy walking through the Exhibitor Showcase, where you can learn about the latest material handling products and services. Build Your Network at the Exhibitor Showcase The Showcase provides a personal networking experience where you can meet face to face with suppliers who are there to support and connect with MHEDA distributor and integrator members. It’s also a fun environment! Win door prizes
AAR reports rail traffic for week ending March 11, 2023
The Association of American Railroads (AAR) has reported U.S. rail traffic for the week ending March 11, 2023. For this week, total U.S. weekly rail traffic was 458,629 carloads and intermodal units, down 7.6 percent compared with the same week last year. Total carloads for the week ending March 11 were 229,246 carloads, down 1.5 percent compared with the same week in 2022, while U.S. weekly intermodal volume was 229,383 containers and trailers, down 13.0 percent compared to 2022. Three of the 10 carload commodity groups posted an increase compared with the same week in 2022. They were motor vehicles and parts, up 1,333 carloads, to 15,271; nonmetallic minerals, up 1,259 carloads, to 31,720; and farm products excl. grain, and food, up 164 carloads, to 17,238. Commodity groups that posted decreases compared with the same week in 2022 included chemicals, down 2,915 carloads, to 33,013; grain, down 1,080 carloads, to 20,174; and metallic ores and metals, down 1,078 carloads, to 18,962. For the first 10 weeks of 2023, U.S. railroads reported a cumulative volume of 2,296,099 carloads, down 0.1 percent from the same point last year; and 2,330,068 intermodal units, down 9.0 percent from last year. Total combined U.S. traffic for the first 10 weeks of 2023 was 4,626,167 carloads and intermodal units, a decrease of 4.8 percent compared to last year. North American rail volume for the week ending March 11, 2023, on 12 reporting U.S., Canadian, and Mexican railroads totaled 330,767 carloads, up 1.0 percent compared with the same week last year, and 303,627 intermodal units, down 12.7 percent compared with last year. Total combined weekly rail traffic in North America was 634,394 carloads and intermodal units, down 6.1 percent. North American rail volume for the first 10 weeks of 2023 was 6,384,871 carloads and intermodal units, down 2.9 percent compared with 2022. Canadian railroads reported 79,559 carloads for the week, up 6.7 percent, and 59,978 intermodal units, down 12.7 percent compared with the same week in 2022. For the first 10 weeks of 2023, Canadian railroads reported a cumulative rail traffic volume of 1,389,650 carloads, containers, and trailers, up 3.1 percent. Mexican railroads reported 21,962 carloads for the week, up 7.9 percent compared with the same week last year, and 14,266 intermodal units, down 6.5 percent. Cumulative volume on Mexican railroads for the first 10 weeks of 2023 was 369,054 carloads and intermodal containers and trailers, up 0.3 percent from the same point last year. To view the weekly rail charts, click here.
Roberta Nelson Shea, Universal Robots, and Jeff Burnstein, Association for Advancing Automation, selected for 2023 Joseph F. Engelberger Robotics Awards
The robotics industry’s most prestigious award will be presented Wednesday, May 24, at Automate in Detroit The Association for Advancing Automation (A3) has announced two longtime industry leaders as the winners of the 2023 Joseph F. Engelberger Robotics Awards, the world’s most prestigious robotics honor. Roberta Nelson Shea, Global Technical Compliance Officer, Universal Robots, was selected as the Application winner for her outstanding work over the course of her career in global robotics safety. Jeff Burnstein, President of the Association for Advancing Automation (A3), was selected for Leadership, recognizing his four decades of commitment and vision at the global automation trade association. Nelson Shea and Burnstein are pillars in the robotics industry and were unanimously selected by the awards committee and past chairs of the Robotic Industries Association (RIA, now A3) to win the award this year. These awards are named after the late Joseph F. Engelberger, known throughout the world as the founding force behind industrial robotics. Since its inception in 1977, the Engelberger Awards have now been given to 136 robotics leaders from around the world for excellence in technology development, application, education, and leadership. The winners are recommended by a panel of industry leaders based on all present and past nominations from the industry and voted upon by the past chairs of RIA. A3 is the organization that administers the award, and each winner receives a $5,000 honorarium and a commemorative medallion. “Winning the Engelberger Robotics Award for Application in Safety is a tremendous honor,” said Nelson Shea. “I remember meeting Joe Engelberger at the first R15.06 safety meeting … so many years ago. I am amazed with this award! ” “Winning the Engelberger Robotics Award for Leadership is beyond any accomplishment I could have imagined when I started at the association 40 years ago,” said Burnstein. “The award has been described as the ‘Nobel Prize of Robotics’ for good reason as it is acknowledged globally as our industry’s pinnacle of success. As an English major with no technical background at all, I am living proof that there is a home for anyone in the robotics industry.” Roberta Nelson Shea Roberta Nelson Shea is the Global Technical Compliance Officer at Universal Robots, responsible for global product compliance and reducing barriers to acceptance of UR robots for collaborative applications. For over 45 years, she has been one of the central figures in the development of industrial robot safety standards in North America and around the world. As the convenor of the committee ISO/TC 299 WG3 (ISO/TC 184/SC2), she lead the introduction of ISO/TS 15066, which, as an extension of the established ISO 10218, is the first document defining standardized safety requirements within human-robot-collaboration. For more than 23 years, she’s served as chair of the committee that oversees the R15.06 robot safety standard. Nelson Shea’s commitment to safety is evident in her involvement with the NIOSH/OSHA/RIA Alliance, and past board of director member for ANSI and RIA. With too many honors to name, some of the most significant include being elected one of the Top Twenty Women Making Their Mark in Robotics and Automation by Smart Manufacturing; and one of the Top 100 Women in Safety by the American Society of Safety Engineers (ASSE); and winning the 2022 Goddard Alumni Award for Outstanding Professional Achievement by Worcester Polytechnic Institute. “It has been my pleasure to work in safety standards, and at times this work has been my greatest challenge,” Nelson Shea said. “The robotics industry should be proud of our safety standards and the resulting low incident rate. Due to everyone’s contributions (robot manufacturers, integrators, and robot users), we have made robotics great for the market and the people associated with their use. Let’s celebrate all the ways that robotics improves the world!” Jeff Burnstein Burnstein is the President of the Association for Advancing Automation (A3), the largest robotics and automation trade group representing over 1,160 global companies involved in robotics, artificial intelligence, vision, motion control, and related automation technologies. Since joining the association in 1983 as manager of marketing & public relations, Burnstein has held a variety of senior positions, culminating in his promotion to President in 2007. He is a frequent commentator in the media, often discusses automation issues with policymakers, and regularly speaks at global conferences on issues such as the impact of automation on jobs and the future of automation beyond the factory floor. Burnstein also serves on the Executive Board of the International Federation of Robotics (IFR). “I believe my most important role for the past four decades has been to tell the story of how robotics is making our world better by performing tasks that assist people — not replace them. Robots are enabling better, safer, and higher-paying jobs in every industry and helping solve our most difficult challenges. I hope my selection for this award will inspire others to pursue robotics-related careers in our increasingly automated future.” Awards Dinner The awards dinner at Automate will be held May 24 from 5:15 p.m. to 8:30 p.m. in the Grand Ballroom at the Huntington Place Convention Center. Tickets for the event, which includes a cocktail reception and dinner, may be purchased when registering for the Automate 2023 Show and Conference. Automate takes place May 22-25 in Detroit, and anyone who works with or is interested in automation can attend for free. This year will be the biggest yet, featuring 300,000 square feet of exhibit space, 600+ exhibitors, 25,000 attendees, and valuable learning and networking opportunities. Attendees will see the latest in cutting-edge robotics, vision, artificial intelligence, motion control, and more.
The Secrets of Visionary thinkers – Five steps to living in possibility
We tend to believe that famous innovators or other “creative” people have some inherent qualities that we don’t have. But the truth is — they don’t. They’ve simply cracked the code on how to consistently live in a possibility instead of living in obstacles. Visionary thinkers see possibilities. Always. Most of us mostly see obstacles, most of the time. We move through work, and life, by addressing whatever next obstacle falls into our path. We problem-solve the next issue on a project, we deal with the next customer complaint, and we address the next challenge with our kids. But too rarely do we look up, survey the world, and make a conscious choice to shape our world to be the way we want it to be. Visionary thinkers make that daily choice – to imagine the possibility of a different world, to hold on to that vision, and to refuse to let the obstacles limit their thinking. They live in possibility. Visionary thinkers are open-minded, innovative & imaginative, willing to take risks, optimistic, and collaborative – all skills related to creative thinking. They regularly imagine, consider, and pursue new ideas and solutions. The good news – all of these creative thinking skills are learnable! Anyone can become a more visionary thinker by learning to leverage the creative genius that’s already hidden inside. One of the primary barriers to living in possibility is the negativity bias, a cognitive bias, or mental shortcut, that all humans share. It’s the phenomenon that negative experiences have a greater impact — on our thoughts, feelings, and behaviors — than positive experiences do. That seems counter-intuitive, but there’s a wealth of research that proves negative affects us more than positive. As a result, we are much more motivated to avoid negative than to seek positive. Our brains have evolved to excel at identifying potential negatives so that we can avoid them. It’s a survival mechanism, and it happens in the most primitive part of our brain – the amygdala. The amygdala is responsible for detecting threats and triggering the fight or flight response. It’s laser-focused and lightning-fast at identifying potential problems. This instant identification of negatives is what can trap us into living in obstacles. Living in possibility requires refusing to let the negativity bias rule our thinking. There are a few steps that can make a significant impact, helping us to manage this pitfall and transform the way we think. Pinpoint the problem. First, we must be able to spot when the negativity bias is at work. The easiest way to do that is by monitoring one simple phrase we say: “Yes, but….” On the surface, these words seem innocuous. And because we say them and hear them so frequently, they don’t seem like a problem. However, this short phrase is a massive blockade to creative and visionary thinking. It dismisses any potential positives in an idea or concept, before even identifying what those positives might be. Instead, it focuses the energy and attention of both the speaker and the listeners on all the possible negatives. This can easily overwhelm any idea and immediately kill it. Manage your mind. Once you’ve determined the negativity bias is at work (someone said “yes, but…”), the next step is to make a conscious choice to change your thinking. The key is to FIRST identify the potential positives in any idea, before focusing on the negatives. This sounds easy. But it’s actually quite hard. It’s counter to a basic instinct, so it really does require a conscious choice to think this way, plus very real discipline to put it into practice regularly. Nix the negatives. The next critical step is to refrain from saying the negatives out loud – at least not yet. The truth is, regardless that you’ve consciously chosen to identify the positives first, your brain will subconsciously identify the negatives anyway. It’s instinctive and instant. So even while you’re enumerating positives, your brain will be busy identifying negatives, too. But the simple trick of not saying those negatives out loud will help dramatically. Force yourself to speak out loud, and write down, the positives first. Teach the team. When working with others, ask them to do the same. Help them understand that letting our natural negativity bias dominate the conversation has the potential to immediately kill ANY idea. Let everyone know that, of course, there will be a time to solve the problems in the idea, but the first task is to identify the potential in the idea. If there aren’t enough potential positives, then it’s time to move to a new idea. But if the idea is visionary and can make a real difference, it’s imperative to hold off on the negativity bias momentarily and allow the brilliance of the idea to shine through. Transform the troublesome term. Once the above steps have led you to a potentially winning idea, it’s time to address the problems with the idea. To continue to remain in possibility, you must change the conversation; you cannot return to “yes, but…” language. Instead, articulate the challenges as a “how might we…?” question. So, instead of saying “Yes, but it’s too expensive”, instead say “How might we do it more affordably?” This trick of flipping a problem statement into a problem-solving question is a neuroscience brain hack that will revolutionize your thinking and problem-solving. This process of identifying positive potential first is the ONLY way to find big ideas. Every successful innovation, in any industry or endeavor, is the result of someone, or a team, choosing to live in possibility in this way. Visionary thinking requires making space for ideas that initially seem scary or difficult. It takes some real courage to push past our immediate “yes, but…” response and instead focus the conversation on “what if…?” If we don’t hold ourselves accountable to look for the positives, we’ll never consider nor implement any truly new ideas. Visionary thinkers must master this skill and learn to live in possibility. About
Toyota Material Handling, Cornell Engineering unveil world’s first Forklift Learning Studio
The revolutionary studio will provide an immersive educational experience for the next generation of engineers, using elite commercial products to prepare them for real-world applications Toyota Material Handling (TMH), North America’s manufacturer of forklifts and material handling solutions, joined representatives from Cornell University’s College of Engineering to officially dedicate the revolutionary Toyota Forklift Learning Studio at Cornell University’s Sibley School of Mechanical and Aerospace Engineering. This is the world’s first Forklift Learning Studio and the result of a unique and dynamic partnership between TMH and Cornell, bringing students a creative outlet for real-world application in a revolutionary and immersive learning experience that could become a model for impactful change in higher education. “At Toyota, we believe making things is about making people, and this learning studio is a great example of that guiding principle,” said Brett Wood, Toyota Material Handing North America President & CEO. “Young people often wonder how they’ll use certain theories in their professional lives because it’s often difficult to connect the dots. In the innovative Toyota Forklift Learning Studio, all of the ‘dots’ will exist in the same space as the finished product. This connects perfectly to our Toyota culture of continuous improvement by giving Cornell Engineering students a place for continuous learning and allowing them to explore ways to apply that learning in the real world.” This state-of-the-art learning studio is equipped with industry-leading products, components, and technology that will bridge the gap between students’ coursework and actual commercial products. The forklifts will help students learn about mechanical properties and how they integrate into a larger system while exposing them to many elements of engineering principles like fluid mechanics, heat transfer, hydraulics, engines, transmissions, motors, and more. This experimental-learning space, designed with the latest in forklift innovation, encourages outside-the-box thinking, intellectual exploration, and empowers students with a real-life application of the theories taught in classrooms that support a modern approach to education that balances lecture and lab sessions. “I became passionate about this when it became clear to me that students were motivated by seeing how what they learned in class applied to their everyday life and to their career opportunities, and they didn’t want to wait very long to get to that point,” said Brian Kirby, Associate Director of Undergraduate Affairs for Cornell’s Sibley School of Mechanical and Aerospace Engineering. “The idea behind the forklift learning studio was to lead with the application, and then use that as a framework to decide how it could be linked together in the different classes we teach.” Kirby says the Toyota Forklift Learning Studio will incorporate between seven and 12 different classes, with students going back and forth between the studio and other parts of the curriculum. “We want students to interact with the studio constantly, and we want to influence a larger number of students,” Kirby said. “Unlike a single class, which can only affect 10-100 students, this space will impact hundreds and hundreds of students and allow them to see the links between what they’re doing and what they can actually become. I believe students will see the Toyota Forklift Learning Studio as a fun and exciting place that motivates them to put their energy and passion into studying the foundational material we’re teaching – a place where the coolest things happen on campus.” The Toyota Forklift Learning Studio will not only change the educational experience for engineering students at Cornell – it could become a model for universities across the country. It challenges the traditional ideology of doing things a certain way because that’s how they’ve always been done, and provides a clear answer to the age-old question students ask: ‘When will I ever use this in the real world?’ “I wish I had a learning studio like this when I was studying mechanical engineering many years ago,” Wood said. “To be able to get your hands on a commercial product and learn about direct applications for engineering theory and principles would’ve been a life-changing experience. I really hope this can help the engineers of tomorrow get out into the workforce and better understand the basic and even more complicated engineering principles they learn in a classroom. We believe this is a revolutionary shift in the way students learn, and Toyota is so proud to be at the forefront of impactful change.” The Toyota Forklift Learning Studio is an investment in the next generation of engineers that gives students an inimitable opportunity to learn the key principles of modern engineering and systems thinking. Students taking advantage of this cutting-edge learning experience benefit from having complex systems and individual components all in one place, enlightening students with a holistic perspective of the engineering process and the ability to see how the application of science and mathematics comes together to create an essential product. “The cool thing about the studio is seeing how everything you’ve learned in separate classes can be integrated into one thing,” said Cornell University sophomore Emma Sudmann, who was selected to help build the studio last summer. “It can be hard to see how everything you learn in your statics class compares to your fluid mechanics class, for example. But with the forklift, you can see how all of those topics come together and how they are used in the real world. “This experience has definitely opened my eyes to so many different possibilities, and things I had never thought you could do with engineering. It’s so cool to be part of something that will not only impact engineering but could be a model that impacts how all students learn in the future.” In addition to modernizing the way students learn, the mutually beneficial partnership will expose them to new products and industries where they could build successful careers. The forklift industry is an essential part of the nation’s supply chain, and it is coming off the two best years in history – with a combined 663,000 units sold in North America in 2021 and 2022. The industry contributes more than
NPE2024: The Plastics Show, over 1 Million Sq. Ft. of exhibit space sold at space draw exhibition
For the first time in six years, NPE heads to Orlando May 6-10, 2024 The Plastics Industry Association (PLASTICS) just announced that NPE2024: The Plastics Show, the global platform for innovation in plastics, has sold 1,024,462 sq. ft of exhibit space at this year’s in-person Space Draw event — a new record high with 982,000 sq. ft. sold in 2018. More than 1,100 exhibitors selected space across 1,259 booths in preparation for the return of the trade show on May 6-10, 2024 in Orlando, FL. “We are thrilled to see this level of commitment 14 months ahead of the show opening,” said Matt Seaholm, President and CEO of the Plastics Industry Association. “The plastics industry has undergone incredible amounts of changes over the last few years and industry leaders are eager to showcase their latest innovations. The swift pace of floor space selections is a testament to NPE’s significance as the largest plastics products, materials, and manufacturing show in the Americas. NPE2024 will represent the full plastics ecosystem and supply chain – and servicing key markets like automotive, consumer, recycling, packaging, medical, and building and construction. It’s an incredibly positive indication for NPE2024 and for the plastics industry as a whole.” NPE is held every three years as a five-day focal point event for the plastics industry. It is designed to help organizations leverage innovations, drive major business growth and build a more sustainable economy. Space Draw was held as the in-person event where exhibitors select their booth location for NPE2024. NPE2024 will feature the newest and most innovative plastics, materials, and manufacturing solutions will be on full display in one space. The latest product and service advancements will be highlighted in seven technology zones including Advanced Manufacturing Zone, Bottle Zone, Business Solution Zone, Materials Science Zone, Moldmaking Zone, Recycling & Sustainability Zone, and the Packaging Zone. “NPE2024 is made for the plastics industry,” said Glenn Anderson, COO of Plastics Industry Association. “NPE is our forum, our community, our showroom, our global marketplace, and our platform to do business, learn, connect, and be inspired. We’re excited to get the entire industry together to advance our vision for sustainability and highlight the possibilities of plastics. No one in the plastics industry should miss the highly anticipated return of this event.” The NPE2024 floor plan will be locked down for the next two weeks for an internal audit. Potential exhibitors can apply to exhibit at NPE.org/Exhibit.
Gordon Report: Inflation, Jobs, and Interest Rates
Recent news headlines report that stocks are crashing. The markets are focused on further interest rate increases as the Federal Reserve responds to inflation. But to what extent is inflation triggered by surging jobs hiring and a falling unemployment rate? Overall businesses are still experiencing great difficulty in hiring skilled workers. Massive retirements and COVID-19 are identified as the main culprits. However, reports from research groups and trade/professional associations are identifying skilled worker deficits as the chief cause of workforce shortages and wage inflation. As Harvard economist Gabriel Chodorow-Reich stated, “companies will keep bidding up pay as they compete for employees.” The McKinsey Global Institute report, “Rekindling US Productivity for a New Era,” (2/23) centers on the urgent need for worker training and education to fill the rising tide of vacant jobs across America. McKinsey’s research lends future credence to similar statements by the American Hospital Association, the Association of General Contractors, the National Federation of Independent Business, and many other organizations. The skills-jobs disconnect has only grown since the 1990s. Companies generally fail to recognize that investing in their employees’ continuing knowledge growth is a core business function. In fact, as they continue to focus on cost-cutting, they are further losing ground as automation requires better-skilled people. Data shows that this skills-jobs disconnect will persist at least until the 2030s. Is this the new normal? The longer businesses only circle these issues at 30,000 feet, the bigger the risk of the economy running out of the required skilled workers to keep it expanding. What has to happen before this requirement is acknowledged by our business culture? We hope soon rather than after a major economic crisis. About the Author: Edward E. Gordon is the founder and president of Imperial Consulting Corporation in Chicago. His firm’s clients have included companies of all sizes from small businesses to Fortune 500 corporations, U.S. government agencies, state governments, and professional/trade associations. He taught in higher education for 20 years and is the author of numerous books and articles. More information on his background can be found at www.imperialcorp.com. As a professional speaker, he is available to provide customized presentations on contemporary workforce issues.
Transparency creates a better customer experience
We’ve all been in the hospital waiting room. You sometimes seem to sit there forever. You see people come and go, and maybe you see your appointment time come and go. You don’t know whether they’re running behind, forgot you, or simply have an emergency to deal with. While a changing schedule flow is understandable, it doesn’t bode well for the proverbial customer experience. But transparency can make all the difference. There was one time when I was going into the hospital for a simple blood draw. I checked in and found my way to the waiting room. I sat there and saw a screen that showed my initials, an abbreviation of the services I was receiving, my check-in time, and my projected registration time – when I’d get the paperwork processed, which afterward I’d get shuffled into my appointment. The transparency provided me insight and understanding about how the process was going to go, along with how fast they were going that morning. It also provided me the insight to know when to speak up if something wasn’t right – if my time passed and I still wasn’t attended to, or if my name wasn’t showing up, I would know to act, rather than wait until someone came to me. It established expectations and made the wait go by much more quickly. The hospital applied the Psychology of Queueing – a simple yet effective way to alleviate the negative feelings that accompany waiting. According to behavioral science, uncertain waits seem longer than known, finite waits. So to address this, setting the expectation of wait time reduced perceived wait time. It also enabled patients to do things like make a phone call or grab a coffee if the wait was projected to be a bit longer. The counter-argument to this is when wait times are ridiculously long. We’ve all been there when we’re on hold for customer service and the wait time is projected to be 2 hours or more. But transparency can help here too – just in a different way. Instead of simply providing information about wait time, provide other options or paths to resolution. Many companies do this now with automated callbacks and online self-service options. So make your customer experience better – whether it be something as simple as waiting on hold or communicating the status of an order – provide transparency. I got called in a few minutes early, completed my paperwork, and was in and out in no time. But even if things had been delayed, the transparency provided confirmation that they knew I was there, and action was being taken. After all, anything that can make your experience at the hospital better is a good thing. About the Author Andrea Belk Olson is a keynote speaker, author, differentiation strategist, behavioral scientist, and customer-centricity expert. As the CEO of Pragmadik, she helps organizations of all sizes, from small businesses to Fortune 500, and has served as an outside consultant for EY and McKinsey. Andrea is the author of three books, including her most recent, What To Ask: How To Learn What Customers Need but Don’t Tell You, released in June 2022. She is a 4-time ADDY® award winner and host of the popular Customer Mission podcast. Her thoughts have been continually featured in news sources such as Chief Executive Magazine, Entrepreneur Magazine, Harvard Business Review, Rotman Magazine, World Economic Forum, and more. Andrea is a sought-after speaker at conferences and corporate events throughout the world. She is a visiting lecturer and startup coach at the University of Iowa, a TEDx presenter, and TEDx speaker coach. She is also an instructor at the University of Iowa Venture School. More information is also available on www.pragmadik.com and www.andreabelkolson.com.
Staffing employment eases in February
New assignments down from the prior week Staffing employment eased for a third straight week in the week of Feb. 13-19, with the ASA Staffing Index decreasing by 0.9% to a rounded value of 100. Some staffing companies mentioned temporary-to-permanent conversions and seasonal business fluctuations as barriers preventing further growth. Staffing jobs were 4.5% below the same week last year. New starts in the seventh week of the year decreased by 1.3% from the prior week. About a third of staffing companies (35%) reported gains in new assignments week-to-week. The ASA Staffing Index four-week moving average nudged down from the prior week to a rounded value of 101.4, and temporary and contract staffing employment for the four weeks ending Feb. 19 was 3.2% lower than the same period in 2022. “Staffing employment is off to a slower start in 2023 than in 2022, though it remains stronger than at this time in any year before that,” said Tim Hulley, ASA assistant director of research.” This week will be used in the February monthly employment situation report scheduled to be issued by the U.S. Bureau of Labor Statistics on Mar. 10. The ASA Staffing Index is reported nine days after each workweek, making it a near real-time measure of staffing employment trends. ASA Staffing Starts are the number of temporary and contract employees placed in new assignments during the reporting week. ASA research shows that staffing employment has historically been a coincident economic indicator.
High attendance at The ARA Show 2023 reflects positive State of Rental Industry
The American Rental Association (ARA) trade show, The ARA Show™ 2023, has wrapped, and attendance was phenomenal. The largest equipment and event rental trade show and convention in the world was held February 11-15 at the Orange County Convention Center (OCCC) in Orlando, Florida — the 5th time it has been held at that location. The sunny destination consistently attracts a high number of attendees who enjoy the warmth, which extended beyond the weather to reflect an overall positive tone for the event. “It was so good to be back on our normal schedule for The ARA Show and it’s the first time in three years that our exhibitors and attendees were able to interact without restrictions. Our first-time programs like Future of Equipment Rental and EventsU were lauded by attendees, and almost all of our signature events set new attendance records,” said Tony Conant, CEO of the American Rental Association (ARA). “Being able to see products firsthand, speak with exhibitors, attend education sessions, and network on such a large scale all in one place is such a unique opportunity. The energy level was incredibly high over the five days of events. Our industry is poised for another good year.” The number of rental stores that attended the show increased tremendously from the previous show in October 2021. More than 750 exhibitors attended the trade show – many celebrating milestones from first-time exhibitors to a remarkable 66 years as an exhibitor at the show. New this year was the addition of two rental-specific education programs, EventsU (formerly Events & Tents) and Future of Equipment Rental. More than 700 rental professionals attended the full-day education programs in event and equipment rental, respectively. The add-on programs were followed by the traditional full day of educational seminars on Sunday. The keynote address sponsored by ARA Insurance featured Daymond John of ABC’s “Shark Tank.” John is a NY Times best-selling author, the founder and CEO of FUBU, a global fashion brand, and a phenomenally successful businessperson. The award-winning entrepreneur empowered attendees with an inspiring presentation on goal-setting and achievement strategies. John’s keynote address also marked the opening of the trade show floor. “Overall attendance exceeded our initial expectations, and the momentum seemed to build from Saturday education programs to the trade show floor opening,” said Christine Hammes, vice president of association services/events. “It was exciting to see the trade show floor buzzing with activity. The feedback from attendees has been positive with many reporting an increase in buying activity, and optimism for the year ahead.” Many networking opportunities and programs throughout the week were sold out, including the Tuesday night event at Universal’s Islands of Adventure and the Women in Rental Breakfast. In 2024, The ARA Show will return to New Orleans and the Ernest N. Morial Convention Center with a full day of educational seminars on Sunday, Feb. 18, and the trade show from Monday, Feb. 19, through Wednesday, Feb. 21. Additional details on next year’s show will be available soon at ARAShow.org.
New Industrial Manufacturing planned projects drop 36% in January 2023 from previous month
IMI SalesLeads announced the January 2023 results for the newly planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 130 new projects in January as compared to 177 in December 2022 in the Industrial Manufacturing sector. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing – By Project Type Manufacturing/Production Facilities – 111 New Projects Distribution and Industrial Warehouse – 69 New Projects Industrial Manufacturing – By Project Scope/Activity New Construction – 36 New Projects Expansion – 51 New Projects Renovations/Equipment Upgrades – 53 New Projects Plant Closings – 13 New Projects Industrial Manufacturing – By Project Location (Top 10 States) Georgia – 10 New York – 14 Indiana – 8 Texas – 8 Wisconsin – 8 California – 7 Florida – 7 Michigan – 7 Alabama – 6 South Carolina – 6 Largest Planned Project During the month of January, our research team identified 14 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by General Motors, who is planning to invest $795 million for the renovation and equipment upgrades on their manufacturing facilities in FLINT, MI, and BAY CITY, MI. They are currently seeking approval for the project. Top 10 Tracked Industrial Manufacturing Projects TEXAS: EV mfr. is planning to invest $770 million for the expansion of their manufacturing facility in AUSTIN, TX by 1.4 million sf. Construction will occur in four phases, with the completion of the first phase slated for early 2024. WEST VIRGINIA: An energy storage technology company is planning to invest $760 million in the construction of a battery manufacturing facility in WEIRTON, WV. They are currently seeking approval for the project. Completion is slated for 2024. NUNAVUT: A mining company is planning to invest $483 million in the construction of a processing facility in KITIKMEOT, NU. Construction is expected to begin in 2023, with completion slated for 2025. NORTH CAROLINA: A pharmaceutical company is planning to invest $450 million for the expansion of its processing facility in DURHAM, NC. They are currently seeking approval for the project. Completion is slated for 2027. GEORGIA: A specialty contractor is planning to invest $420 million in the construction of a manufacturing facility in LOCUST GROVE, GA. They are currently seeking approval for the project. Completion is slated for 2025. TENNESSEE: Automotive mfr. is planning to invest $250 million for the expansion of its manufacturing facility in DECHERD, TN. They are currently seeking approval for the project. KENTUCKY: Steel products mfr. is planning to invest $244 million for the expansion, renovation, and equipment upgrades on their manufacturing facility in GHENT, KY. They are currently seeking approval for the project. GEORGIA: Automotive component mfr. is planning to invest $205 million for the construction of a manufacturing facility at 4822 Hwy 301 S. in STATESBORO, GA. They have recently received approval for the project. Completion is slated for Fall 2024. TENNESSEE: Tire mfr. is planning to invest $174 million for a 600,000 SF expansion and equipment upgrades at their manufacturing and distribution facility in DAYTON, TN. They have recently received approval for the project. INDIANA: Material handling equipment mfr. is planning to invest $130 million for the construction of a manufacturing and office facility in NOBLESVILLE, IN. They have recently received approval for the project. They will relocate their headquarter operations upon completion. About the Author: Since 1959, IMI SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.
Top-down selling!
What does the Guggenheim Museum (a classic modern art museum in NYC housed in a building designed by Frank Lloyd Wright) have in common with sales success? They recommend that you start at the top. The building is one big circular ramp. You take an elevator to the top floor and casually walk down eight inspiring floors. It’s the same in sales. Why start at the bottom and fight your way up through people who can’t decide, and who’ll use their one ounce of power to make your life miserable? Take the elevator and start at the top, man. Don’t walk uphill! Where do you start? How high up the ladder do you dare go when making an initial approach to a prospect? The rule is…The higher you start, the more success you’re likely to meet. Getting there properly can be tricky. If you just ask for the president, the owner, the boss, or the fearless leader, you may get through, but it will pay you to prepare before making a call to the CEO, especially if the prospect represents an important sale to you. Here is a four-step plan for contacting and scoring a CEO appointment: Get ready before you start. You only have one shot at it, make it your best one Have a written game plan. Target 1 to 10 companies and define in writing what you want to accomplish and what it will take to get what you want. Be totally prepared to sell before you make the call. Have everything (sales pitch, concept, samples, daily planner) prepared, and in front of you before you make the first call. Identify the leader (by name) and get as much information and as many characteristics as you can. Make calls to underlings, associates and associations to get pertinent information before you make the big call. Use the right tactics when getting to and getting through ASK FOR HELP. If you get the president’s secretary, get her name and use it. Be polite, but firm. Be professional. Persist you can’t take the first no or rebuff. Get his name You can try “how do you spell his last name?” but it’s embarrassing to hear JONES. If they won’t put you through the first time… Get his extension number Get the best time to call Find out when he usually arrives Find out when he takes lunch Find out who sets his calendar Find out if he leaves the building at lunch Find out when he leaves for the day An example: You call; the secretary says, “Mr. Jones is on vacation.” You say, “Wow, that’s great, Sally, where did he go?” Get anything personal you can (golf, sales meeting time, staff meeting time, important new product) and refer to it subtly when you get him or her on the phone. Make sure the person closest to the boss likes you. Take a chance on humor. Try this line: I know you actually run the company, but could I speak to the person who thinks they do? When you get him or her on the phone, shoot quickly Have your opening line. Get right to the point. Make it compelling (the best Power Question and statement of your life). Ask for no more than 5 minutes (offer to be thrown out if you go past 5). Have 5 comebacks if you are initially rebuffed. Notes about the CEO and the process… CEOs are hard to get to, harder to appoint, and easiest to sell. If the CEO is interested, he or she will take you by the hand and introduce you to the team member (underling) who will actually do the deal. The CEO always knows where to send you to get the job done. If they try to pawn you off without seeing you, it means you have not delivered a powerful enough message and he’s not interested. The solution? Fix it. Keep trying until you get an appointment. If you start lower than the top, there is danger. No matter how powerful someone says they are or appears to be, they usually have to ask someone else for final approval EXCEPT THE CEO. They usually just ask their secretary or administrative assistant if they liked you. Get the picture? The benefits are obvious… The leader is always the decider. The CEO may not be directly involved in purchasing what you’re selling, but his or her introduction after a brief “interest generating” meeting can be the difference between the sale and no sale. The power of being introduced by the CEO down to the decision-maker is as real as you would hope it is. Beware of the handoff: If the boss tries to hand you off too early (before the proposed five-minute meeting), don’t accept it. Say “I appreciate your wanting to delegate, but the reason I wanted to meet with you personally is that this will impact your business significantly. I’d like five minutes to show you the highlights and get your reaction before I talk with anyone else in your firm. I know your time is valuable if I take more than 5 minutes, you can throw me out.” Make your five-minute meeting the best you ever had Have a proposal in writing. Have notes on everything you want to cover. Have a list of anticipated questions and answers. Have samples or something to demonstrate. Have credibility builders your best letter, something in print. Be early. Look as sharp as you’ve ever looked. Be knowledgeable and have answers in terms of how it works for the buyer. Be memorable. The thing that sets you apart, the thing that gets remembered is the thing that leads to the sale. Deliver You have one chance. Don’t blow it by not following through. It’s the most challenging, rewarding fun you can have in sales! The secret of Top-Down Selling is the 4.5 R’s… Be resourceful Be ready (prepared) Be relentless Be remembered There is a 4.5 “R” Risk it.
The future of supply chains is within your grasp
With over 900 of the world’s leading manufacturing and supply chain solution providers under one roof, you can see firsthand what the future holds – and find the tools you need to shockproof your operations and move your business forward. From hands-on demonstrations to 150 educational seminars and four exciting keynote speeches, attending ProMat is your unrivaled opportunity in 2023 to find solutions, connect with your peers and leading solution providers and learn the latest trends and technologies that can help you touch the future of supply chain success. WHY ATTEND PROMAT 2023? Discover new ways to reduce operating costs & increase efficiency Find ideas for streamlining and automating your operations Build strong business relationships with your peers and suppliers from around the world See the latest equipment and tech solutions, in person, in-action Participate in thought-provoking keynotes and more than 150 educational seminars on emerging trends and technologies 2023 SHOW HOURS Monday | March 20, 10:00 AM – 5:00 PM Tuesday | March 21, 10:00 AM – 5:00 PM Wednesday | March 22, 10:00 AM – 5:00 PM Thursday | March 23, 10:00 AM – 3:00 PM make new contacts. discover cutting-edge solutions. take advantage of the latest trends As the speed of manufacturing and logistics operations continues to accelerate, your company’s future success depends on today’s forward-thinking decisions. On March 20-23, supply chain professionals from across the world will have an incredible opportunity to connect, learn, share and get a front-row seat to where our world is headed. So whatever solutions you need to move your business – and your career – forward, you’ll find them all at ProMat 2023. FIND YOUR NEXT BIG IDEA AT THE STARTUP PAVILION The StartUp Pavilion is a specialized area on the ProMat show floor where companies showcase emerging supply chain tech and innovation. IN-PERSON EXPERIENCES, OUTSTANDING RESULTS There’s no substitute for meeting face-to-face and watching equipment and technology operate in real-time. ProMat 2023 gives you the chance to do both. ProMat brings the manufacturing and supply chain industry’s most influential thought leaders and next-generation solutions together under one roof to create the ideal environment for learning, networking, and problem-solving. SET YOURSELF UP FOR FUTURE SUCCESS The future of the manufacturing and supply chain industry starts at ProMat. It’s where the brightest minds in the industry come together. In an industry that’s constantly evolving, you have to stay ahead of the curve, which is why ProMat brings together all the products, services, and know-how you need to compete in the world we now live in. NO RISK, PLENTY OF REWARDS In addition to free attendance, ProMat 2023 offers all the resources you need to get your management’s approval to come to Chicago in March. Visit promatshow.com/approval to find proposal writing tips and budgeting strategies. After all, the connections, education, and solution-sourcing at ProMat could positively impact your business for years to come. EXPLORE GLOBAL OPPORTUNITIES ProMat is an international event with manufacturing and supply chain professionals attending from the United States and across the globe. To accommodate our international visitors, we offer special interpreting services, meeting rooms, and matchmaking tools to help you take full advantage of the global economy. UNSURPASSED EDUCATIONAL OPPORTUNITIES ProMat gives you a preview of what lies ahead in the manufacturing and supply chain industries. Whether it’s a new product or technology, a new process, ESG, or a regulation that’s going to impact the way you do business, you’ll learn about it here. With a comprehensive educational program of keynotes and show floor educational seminars led by industry experts and leading authorities, ProMat 2023 offers you the insight and information you need to tackle today’s challenges – and prepare for what the future holds.
Report: Women’s representation in staffing leadership grew in 2022
42% of CEO/Owners in Staffing Are Women vs. 8.8% in Fortune 500 Companies The percentage of women who serve as chief executive officers and owners in the staffing industry more than doubled from 2020 to 2022, according to a new survey released by the Women Business Collaborative with support from the American Staffing Association, National Association of Personnel Services, Staffing Industry Analysts, and TechServe Alliance. The percentage of female CEOs and owners in the staffing industry reached 42% in 2022, up from less than 20% in 2020. Notable findings include Women comprise 66% of staffing’s internal workforce but only 37% of board seats. 53% of CEO and owner roles at small agencies are filled by women, compared with 18% at large firms. Salary review and equalization jumped from the fourth most common activity to advance women in leadership in 2020 to the most common in 2022. “Women’s voices continue to grow in the staffing industry, but we still have work to do to reach full gender parity,” said Threase Baker, chair of the American Staffing Association. “I am so proud of the WBC and the four supporting organizations and research firms that helped us with this historic second benchmark survey on gender equity in the staffing industry,” noted Kip Wright, a board member with the WBC. “While the survey provides encouraging insight into the progress our industry has made around this critical topic, there is much we can learn from our participants to help further guide us along this journey toward true and lasting gender equity.” Join thought leaders in the industry for a webinar to discuss the survey results and explore how staffing professionals can continue to elevate and support women in the industry. The webinar, hosted by TechServe Alliance, will take place Thursday, March 16, at 12:30 p.m. Eastern time. Register to attend at us02web.zoom.us/webinar/register/6016757891529/WN_HVCAjbKOQ9q-Zv46IZB3ZQ. To learn more about the findings of this survey, download the report from Staffing Industry Analysts at staffingindustry.com/Research/Research-Reports/Americas/Insights-on-Gender-Parity-in-the-US-Staffing-Industry. Results can also be accessed on a dynamic dashboard at wbcollaborative.org/insights/results-dashboard-wbc-benchmark-survey-on-gender-equity-in-the-staffing-industry/.
Plastics Industry Association announces 2023 Recycling Committee Executive Board
The Plastics Industry Association (PLASTICS) has announced the 2023 Recycling Committee Executive Board. The Recycling Committee is a tactical committee that represents PLASTICS’ members across the association’s four councils, bringing equipment makers, brand owners, processors, and material suppliers together aligning their collective efforts to put recycling at the forefront of their business priorities. The PLASTICS Recycling Committee works to enhance the management of plastic waste through efforts such as advocating for increased collection, sortation, and recycling infrastructure, ensuring that the definition of “recycling” includes advanced recycling, educating people within and outside of the plastics industry about plastics recycling, and much more. “PLASTICS relies on and values leadership from our members,” said Andy Brewer, PLASTICS’ Associate Director of Sustainability and Materials. “We are excited to announce the 2023 Recycling Committee Executive Board, with expert professionals that represent the entire plastic supply chain.” The Recycling Committee’s 2023 Executive Board is as follows: Chair: Tory Flynn, Hillenbrand Vice Chair: Melanie Bower, ExxonMobil Member at Large: Lindy Holland, M. Holland Member at Large: Jean Jordan, Nexus Circular Member at Large: Ray Pellerin, EREMA Advanced Recycling: Holli Alexander, Eastman Advocacy & Communications: Christine Cassidy, Dart Events & Education: John Cook, Niagara Bottling New End Market Opportunities: Dan Sanders, Printpack Immediate Past Chair: Kevin Cronin, Ultra-Poly Corporation The Recycling Committee Executive Board is comprised of ten members, voted upon annually by committee members, and elected to provide thought leadership for PLASTICS and throughout the industry.
Manufacturing Technology Orders total $5.5 Billion in 2022; Third-Best Year recorded by USMTO
New orders of manufacturing technology totaled $434.1 million in December 2022, according to the latest U.S. Manufacturing Technology Orders Report published by AMT – The Association For Manufacturing Technology. December 2022 orders were down 1.7% from November 2022 and down 27% from December 2021. Total orders for all of 2022 came to $5.54 billion, a 6% decrease from total orders in 2021. “For yet another month in 2022, and now for the whole year, we can report that while orders were down, the manufacturing technology industry is doing great,” said Patrick W. McGibbon, chief knowledge officer at AMT. “The industry recorded its third-best year in 2022. Despite the reduction in orders from 2021, it is hard to find a negative story about the manufacturing technology industry. The recession that pundits have been predicting for months is now being termed a ‘rolling recession,’ where some industries grow while others contract at different rates. We in the manufacturing industry call that business as usual, and 2022 proved no different.” The continued demand for capacity from domestic manufacturers was a critical driver in the success of 2022. Machine shops generally account for the largest share of orders in a given month, and their level of investment can be seen as a leading indicator of economic conditions. While they have modestly decreased orders from 2021 levels, machine shops are still nearly 23% over their 2019 order levels. Likewise, agricultural machinery manufacturers decreased orders in 2022 after a dramatic increase in 2021; however, the 2022 orders are still more than double their 2019 levels. Investment from the aerospace sector is situated for growth in 2023. While consistently growing over the last two years, the annual averages between 2020 and 2022 are still about 7% short of their 2019 investment. “Of the 27 customer industries tracked by USMTO, the number who are underperforming 2019 could almost be counted on a single hand,” said McGibbon. “Over the last two years, we have been pointing out potential hurdles that could upend the historic run of order activity. Each time, the industry responded by taking in more orders than expected, which is a testament to the health of the United States manufacturing sector and a great way to begin 2023.”
2023 MHI Innovation finalists announced
After receiving 156 submissions for the 2023 MHI Innovation Awards from ProMat 2023 exhibitors, MHI announces the four finalists chosen as the most innovative products in each category – Best New Innovation; Best Innovation of an Existing Product; and Best IT Innovation based on concept, value, and impact. Five independent judges comprised of professionals from the material handling and supply chain industry completed the initial review process. Here are the finalists in no particular order. Best New Innovation: Agility Robotics for Digit a Human-Centric Robot: ProMat Booth S1031 Berkshire Grey Inc. Project GreyWolf – A Berkshire Grey & Locus Robotics Solution: ProMat Booth N6707 OPEX Corporation for OPEX® Infinity™ AS/RS System: ProMat Booth S2712 Packsize International Inc. for X5: Booth S3547 Best Innovation of an Existing Product: HAI Robotics U.S.A. Inc. for A42T Autonomous Case-picking Robot: ProMat Booth N7900 Vanderlande Industries, Inc. for ADAPTO Shuttle: ProMat Booth S603 Ideal Warehouse Innovations, Inc. for SLIDE-effect® Dock Bumper: ProMat Booth S3350 Geekplus America, Inc. for PopPick: ProMat Booth N7307/N7507 Best IT Innovation: Synkrato for Synkrato warehouse digital twin: ProMat Booth N6256 OneRack for OneRack: ProMat Booth S2882 Lucas Systems, Inc. for Lucas Systems Dynamic Work Optimization: ProMat Booth S3775 FORTNA for FORTNA OptiSlot DC Featuring Digital Twin Technology: ProMat Booth S1947 The MHI Innovation Award serves to educate and provide valuable insights on the latest manufacturing and supply chain products and services to ProMat attendees. ProMat 2023 exhibitors were called to submit a new product, product line, technology or service, or new application of existing products or technology that creates quantifiable and sustainable results in terms of ROI, cost savings, customer satisfaction, etc. On Monday, March 20, 2023, finalists move on to the next round of judging and will present their unique solutions to a panel of independent judges on the show floor at ProMat 2023. The winners in each category will be announced at ProMat 2023 on March 22nd during MHI Industry Night with Nate Bargatze. MHI would like to thank the five judges for graciously volunteering their time as Innovation Award judges. To see more information and learn more about the innovations above and all of the 2023 MHI Innovation Award submissions, visit promatshow.com/innovation-awards.